Return to Office (RTO) and Hybrid Work Models: Adapting to New Ways of Working

In recent years, the realms of sales marketing, distribution, and loyalty have undergone significant transformation in response to the challenges and opportunities brought about by remote work. Discussions held during HSMAI leadership meetings and conferences within these sectors have illuminated the evolving dynamics of the workplace, emphasizing the importance of happiness, productivity, and equity in this new era. It’s noteworthy that the embrace of remote and hybrid work models varies across the globe. As Gallup (Brecheisen, 2023) research revealed, “the attitude of leaders had an outsized influence on workplace strategies.”   A unique aspect of this transformation is the long-standing practice of sales and revenue manager leaders working remotely. They have adeptly adapted to the changing landscape. However, the broader shift associated with hybrid work is now associated more with leaders in branding, above-property management, marketing specialists, sales enablement, advertising, project management, property support teams, loyalty, and distribution teams. These professionals now allocate a specific number of days to working from home each week, marking a significant change in work dynamics.  At the core of these discussions emerges a pivotal question: should compensation for remote work differ from that of in-office work? Within HSMAI, executives have engaged in spirited debates on...

AI Education & Implementation in a Hotels Commercial Strategy

Katy Gettinger, Vice President Sales, Preferred Hotel and Resorts, HSMAI Sales Advisory Board Member Kyle McEachran, Sales Strategy & Insights at Google Travel, HSMAI Sales Advisory Board Member As the implementation of AI and hotels and hotel sales seems to become more common, it’s really essential for sales leaders to stay in the know about this growing technology. That’s why we wanted to bring this topic, which can feel overwhelming, to the HSMAI Sales Advisory Board for discussion. Introduction to Artificial Intelligence At its core, Artificial Intelligence (AI) represents the capacity of machines and software to emulate human intelligence and perform tasks such as learning, reasoning, and understanding natural language. This technology, although not new, has gained significant traction in various sectors, propelled by innovations from leading tech giants like Google, Microsoft, Amazon, and Apple. AI excels in analyzing large amounts of data to derive meaningful insights and facilitate decision-making processes. Where Are We Learning About AI? Some mentioned their company’s adoption of tools like Microsoft Copilot Chat, marking a shift towards officially sanctioned AI applications. This aims to harness AI’s potential while safeguarding proprietary information. Security was a huge consideration for most of our group with someone joking that of the...

Cross Functional Teamwork and the Evolution of Commercial Leadership

Effective cross-functional collaboration stands as a pivotal trend shaping contemporary business outcomes. Realizing the full potential of collaborative teamwork demands meticulous preparation, the alignment of shared objectives, and the guidance of skilled leadership to reinforce desired organizational behaviors and objectives. While the advantages of cross-functional collaboration are widely acknowledged, the implementation of this approach requires more than mere immediacy; it necessitates a deliberate shift in organizational mindset beyond joint projects. Achieving successful collaboration between teams necessitates a disciplined and strategic effort focused on people development, underpinned by leadership advocacy and unwavering commitment (Henson, 2023).   Expanding your organization’s mindset so that cross functional teams have contact and influence from initial development, marketing, and communication both internally and externally is seen as a necessary step for organizations. The emphasis is on preparation and recognizing that cross-functional teammates bring different skills, jargon, and viewpoints, and strong communication and agreed upon goals are important to prevent miscommunications which can become breeding grounds for conflict. These conflicts can not only slow down projects but can have a negative impact on employee well-being (Piaggi, 2023).   Companies need to be proactive in training their employees to work effectively in cross-functional teams and to work to provide...